One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all have managed these types of employees. They get defensive when you provide feedback, deny they have a development need, or try to deflect the blame for performance challenges. Do any of these sentiments sound familiar? Sometimes despite your best efforts, sales people will resist coaching. When this happens, it is important to not match resistance with resistance. This will only create conflict. What’s more, it will not help you achieve your...